Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales.
It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts.
To anyone in sales – you have my gratitude and respect.
To anyone not in sales – try it for one day.
__________________________________________________________________
Showing posts with label sell. Show all posts
Showing posts with label sell. Show all posts
February 23, 2019
April 18, 2017
The Key Ingredient
There are plenty of data to show we admire people who take chances as well as create and share new ideas. The things we can accomplish are astounding but are we admiring more than doing? It takes effort to have an idea, it takes guts to act on it. But what if you let everyone take more chances, act on ideas, and embrace a more creative culture within your organization?
We often hear of companies that tout their forward thinking attitude and openness. But perhaps cynicism creeps in when those promises are broken or don’t come to fruition in the purest of ways. Life gets busy and we pacify our need for engaging interactions by telling ourselves it only happens elsewhere.
The creation of meaningful experiences is often replaced by fear and inaction. Cutting the budget seems easier than taking more chances. The intersection of people and business requires relationships and one important element...
Desire.
__________________________________________________________________
We often hear of companies that tout their forward thinking attitude and openness. But perhaps cynicism creeps in when those promises are broken or don’t come to fruition in the purest of ways. Life gets busy and we pacify our need for engaging interactions by telling ourselves it only happens elsewhere.
The creation of meaningful experiences is often replaced by fear and inaction. Cutting the budget seems easier than taking more chances. The intersection of people and business requires relationships and one important element...
Desire.
__________________________________________________________________
April 29, 2016
Are You Fearless?
There are plenty of data to show we admire people who take chances as well as create and share new ideas. Work and business can often get in the way of great ideas, collaborative culture, and true leadership. The creation of meaningful experiences is often replaced by fear and inaction.
The intersection of people and business require relationships and the key ingredient is desire. Sir John Hegarty succinctly sums up the importance of culture and creativity.
Watch this with your team.
__________________________________________________________________
The intersection of people and business require relationships and the key ingredient is desire. Sir John Hegarty succinctly sums up the importance of culture and creativity.
Watch this with your team.
__________________________________________________________________
July 26, 2013
The Endless Supply Chain
My passion is to help leaders become better leaders, companies to be more collaborative, and guide the communications process that loosens the boardroom constraints. But I've been thinking a lot about the sales process lately.Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales. Your job is business development aka revenue, kind of sales.
Is it all about the numbers?
I believe we are all in the supply chain and we are all part of the sales process but this is the actual department that is saddled with bringing in the actual money. The support system is the rest of the organization because sales as we all know does not begin or end with the invoice.
If your function is overseeing a sales organization - put the spreadsheets down and help your people with the people part. Leadership and culture drive the behavior that will improve your corporate heath. So for just one week don't mention numbers. I know that sounds counterproductive but try it for one week. Focus on people, relationships, passion, solutions, and see what happens.
To anyone in sales – you have my gratitude and respect.
To anyone who doesn't think they are in sales – look again.
__________________________________________________________________To anyone who doesn't think they are in sales – look again.
Kneale Mann | Leadership and Culture strategist, writer, speaker, executive coach engaging leaders, collaborative teams, and strong business results.
istock
May 28, 2013
Fearless Culture
We often hear of companies that tout their forward thinking attitude and openness. But I suppose the cynicism creeps in when those promises are broken or don’t come to fruition in the purest of ways. Life gets busy and we pacify our need for engaging interactions by telling ourselves that only happens elsewhere.
Connecting the Human Dots
Work and business can often get in the way of great ideas, collaborative culture, and true leadership. The creation of meaningful experiences is often replaced by fear and inaction. Cutting the budget seems easier than taking more chances. The intersection of people and business require relationships and the key ingredient is desire.
Sir John Hegarty is one of the principles at the UK based agency Bartle Bogle Hegarty and in this short piece succinctly sums up the importance of culture and creativity.
Watch this, then watch it with your team.
__________________________________________________________________
Kneale Mann | Leadership and Culture strategist, writer, speaker, executive coach engaging leaders, collaborative teams, and strong business results.
johnhegarty | omgtoptens
March 14, 2012
Are You In Sales?
Purpose meets Price
My passion is to help leaders become better leaders, companies to be more collaborative, and guide the communications process that loosens the boardroom constraints. But I've been thinking a lot about the sales process lately.
One of my clients has me helping with one of their revenue generating initiatives which is not a role I regularly play. Leadership and business development is necessary across the enterprise but there are much more talented people than me to help with sales.
Wares meet Humans
Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales.
I have worked with and around sales people my entire career. I have consulted them, worked on presentations with them, gone on sales calls with them, but I've never had to sit in an office and be a sales person full-time, work the phones, make the connections and sell the offering.
It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts.
Kneale Mann
image: selltest
One of my clients has me helping with one of their revenue generating initiatives which is not a role I regularly play. Leadership and business development is necessary across the enterprise but there are much more talented people than me to help with sales.
Wares meet Humans
Yes, we're "all in sales", but I'm referring to a career that has defined metrics. You sell, you survive. You don't sell, your commission is affected. You park your laptop on a desk in the “sales department” kind of sales. You have numbers you need to hit this quarter, kind of sales. You eat what you kill, kind of sales.
I have worked with and around sales people my entire career. I have consulted them, worked on presentations with them, gone on sales calls with them, but I've never had to sit in an office and be a sales person full-time, work the phones, make the connections and sell the offering.
It's one thing for your performance to be measured by how you do your job. It's much different to be judged by the actual money you actually bring in the actual door. Sales is the transference of trust, so you must build strong relationships. Sales can be a grind and not for those with delicate digestive tracts.
To anyone in sales – you have my gratitude and respect.
To anyone not in sales – try it for a day.
Kneale Mann
image: selltest
March 9, 2012
Is Anything Free?
I often recall the Dennis Miller classic when he referred to the two-for-one deal and ranted that two helpings of a bad deal is still a bad deal. We're often looking for a deal but some get upset if we spend too much time talking about ourselves or our offering. So we want to buy stuff but talking about what we sell is a bad thing? Time is Not Free
On the social web, you can be shunned if you pitch your wares yet no one I know has a bank that takes Twitter followers in lieu of mortgage payments. Digital media is one way many can grow new relationships along interest silos void of geographic limitations. But that takes time and trust.
Experience is Not Free
I can only imagine the volume of requests some people get but I receive “could you give us your opinion” emails often. They just want me to have a quick look and let them know what I think. It won't take long. My offering is to help with leadership and business development so advice is part of what I do. You wouldn't call a plumber for an opinion on your leaky facet or a lawyer for feedback on a contract. And I'm sure you don't build your business by freely giving away your expertise.
Customers are Not Free
If a large international coffee chain had no customers in any of its thousands of stores around the world, it would be out of business fairly quickly. Zero revenue for a week or two and the largest retailer on earth would be closing stores in short order. If you gave away your offering, how long would your bottom line stay in the black?
Relationships are Not Free
If you're at a backyard barbecue, the conversations range from sports to the economy, the latest with the family to vacation plans. But eventually it gravitates to work, it always does. We spend far too much of our lives working for it not to be a significant part of our conversations. Yet what do we think of the guy handing out business cards?
You are Not Free
You can fill the pipeline with messages and some will bite. Or you can choose to build your human network which takes longer but the rewards are more lasting. This is true for colleagues, clients, leaders, prospects, customers, friends and partners.
Before we look at price, perhaps we need to establish value?
Kneale Mann
image: beyondcliches | original: may 2011
December 29, 2011
Why Are You in Business?
Focusing on what you want and why you want it, not on whom you’re going to sell it to or how you’re going to sell it.
That is from an email a friend sent me. It caused me to pause and read the line a few times. I don't sell paint or fix plumbing or increase revenue in one meeting. The value I bring is tougher to measure in a world of instant wins and spams that claim to solve all your problems with a click of a mouse.
Clients and prospects don't care about my quarter century of experience, they have issues that need attention. And that remains the challenge when deciding what companies to approach in the first place.
Narrow the Focus
No matter if you run a publicly traded multi-national organization or work for yourself, you cannot be everything to everyone. You do some things well, you need to improve on other items and you are not tapping into the true power of your people and your network. Or perhaps I'm alone on this.
If you are unclear on what you want and why you want it, your customers, direct reports and colleagues will be unclear as well. And perhaps that is where we slip up when trying to grow business?
Find the Quiet
Our lives are full of chatter and meetings, opinions and deadlines, politics and stress. We aim to please while we lose ourselves in the process.
Big company or sole proprietorship, it is imperative to have an honest look under the hood. You may discover the reason you're doing all this in the first place.
Do you know what you want and why?
Kneale Mann
image credit: soshable | original: mar 2011
That is from an email a friend sent me. It caused me to pause and read the line a few times. I don't sell paint or fix plumbing or increase revenue in one meeting. The value I bring is tougher to measure in a world of instant wins and spams that claim to solve all your problems with a click of a mouse. Clients and prospects don't care about my quarter century of experience, they have issues that need attention. And that remains the challenge when deciding what companies to approach in the first place.
Narrow the Focus
No matter if you run a publicly traded multi-national organization or work for yourself, you cannot be everything to everyone. You do some things well, you need to improve on other items and you are not tapping into the true power of your people and your network. Or perhaps I'm alone on this.
If you are unclear on what you want and why you want it, your customers, direct reports and colleagues will be unclear as well. And perhaps that is where we slip up when trying to grow business?
Find the Quiet
Our lives are full of chatter and meetings, opinions and deadlines, politics and stress. We aim to please while we lose ourselves in the process.
Big company or sole proprietorship, it is imperative to have an honest look under the hood. You may discover the reason you're doing all this in the first place.
Do you know what you want and why?
Kneale Mann
image credit: soshable | original: mar 2011
March 23, 2011
Finding Your Why Business
Focus on what you want and why you want it, not on whom you’re going to sell it to or how you’re going to sell it.
That is from an email a friend sent me last week. It caused me to pause and read the line a few times. I don't sell paint or fix your plumbing or solve your revenue issues in one meeting. The value I bring is tougher to measure in a world of instant wins and spams that claim to solve all your problems with a click of a mouse.
Clients and prospects don't care about my quarter century of experience, they have issues that need attention. And that remains the challenge when deciding what companies to approach in the first place.
Narrow the Focus
No matter if you run a publicly traded multi-national organization or work for yourself, you cannot be everything to everyone. You do some things well, you need to improve on other items and you are not tapping into the true power of your people and your network. Or perhaps I'm alone on this.
If you are unclear on what you want and why you want it, your customers, direct reports and colleagues will be unclear as well. And perhaps that is where we slip up when trying to grow business?
I'm often called a social media guy. In reality, I'm a help clients build a stronger business guy. I'm a work with clients on business, marketing and digital guy. If that requires two cans and a string, so be it. My focus is not what Kneale Mann thinks you should do but rather what you want and why you want it. We all have the same tools to choose from and it's not about what we can do but rather what we will do.
Find the Quiet
Our day is full of chatter and meetings, opinions and deadlines, politics and stress. We aim to please while we lose ourselves in the process. I have earmarked some time this week for a business spring cleaning to assess and focus on why I want what I want. If I can't keep refining that, I am useless to my clients and prospects.
Big company or sole proprietorship, it is imperative to have an honest look under the hood. You may discover the reason you're doing all this in the first place.
Do you know what you want and why you want it?
Kneale Mann | How can I help?
image credit: dailymakeover
That is from an email a friend sent me last week. It caused me to pause and read the line a few times. I don't sell paint or fix your plumbing or solve your revenue issues in one meeting. The value I bring is tougher to measure in a world of instant wins and spams that claim to solve all your problems with a click of a mouse. Clients and prospects don't care about my quarter century of experience, they have issues that need attention. And that remains the challenge when deciding what companies to approach in the first place.
Narrow the Focus
No matter if you run a publicly traded multi-national organization or work for yourself, you cannot be everything to everyone. You do some things well, you need to improve on other items and you are not tapping into the true power of your people and your network. Or perhaps I'm alone on this.
If you are unclear on what you want and why you want it, your customers, direct reports and colleagues will be unclear as well. And perhaps that is where we slip up when trying to grow business?
I'm often called a social media guy. In reality, I'm a help clients build a stronger business guy. I'm a work with clients on business, marketing and digital guy. If that requires two cans and a string, so be it. My focus is not what Kneale Mann thinks you should do but rather what you want and why you want it. We all have the same tools to choose from and it's not about what we can do but rather what we will do.
Find the Quiet
Our day is full of chatter and meetings, opinions and deadlines, politics and stress. We aim to please while we lose ourselves in the process. I have earmarked some time this week for a business spring cleaning to assess and focus on why I want what I want. If I can't keep refining that, I am useless to my clients and prospects.
Big company or sole proprietorship, it is imperative to have an honest look under the hood. You may discover the reason you're doing all this in the first place.
Do you know what you want and why you want it?
Kneale Mann | How can I help?
image credit: dailymakeover
